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DTSTART;TZID=America/Chicago:20270901T110000
DTEND;TZID=America/Chicago:20270901T115000
DTSTAMP:20261026T214247Z
CREATED:20260928T175822Z
LAST-MODIFIED:20261026T214247Z
UID:10002674-1819796400-1819799400@members.salesassembly.com
SUMMARY:Strategic Prospecting Into Target Accounts
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Strategic Prospecting Into Target Accounts\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on getting into priority named accounts that have not responded to single-threaded outreach. Participants learn to find the right entry points\, reach several contacts at once with a coherent story\, and build momentum across an account. Emphasis is on prospecting-stage account entry\, distinct from mid-deal multithreading. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nPriority accounts that went quiet: get into named accounts that haven’t responded to single-threaded outreach.\n\n\n\nThe right entry points: find who to approach first inside the account.\n\n\n\nSeveral contacts\, one story: reach multiple people at once with a message that hangs together.\n\n\n\nMomentum before the deal: build traction across the account at the prospecting stage\, not mid-deal.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/strategic-prospecting-into-target-accounts-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Strategic-Prospecting-Into-Target-Accounts.png
LOCATION:https://members.salesassembly.com/member-event/strategic-prospecting-into-target-accounts-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270901T120000
DTEND;TZID=America/Chicago:20270901T125000
DTSTAMP:20261026T214537Z
CREATED:20260928T181722Z
LAST-MODIFIED:20261026T214537Z
UID:10002677-1819800000-1819803000@members.salesassembly.com
SUMMARY:Warm and Referral-Sourced Prospecting
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Morgan Ingram for Warm and Referral-Sourced Prospecting\, part of the Multi-Channel Prospecting certification. \n\n\n\nThis program focuses on the warmest pipeline available and most often ignored — referrals\, introductions\, and past relationships. Participants learn to generate referrals systematically\, re-engage former champions who have moved roles\, and revisit closed- lost deals and dormant prospects. Emphasis is on working the warmest paths in before going cold. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nWarm paths first: work referrals\, introductions and past relationships before going cold.\n\n\n\nReferrals on purpose: generate referrals systematically instead of waiting for them.\n\n\n\nFormer champions: re-engage past champions who have moved to new roles.\n\n\n\nClosed-lost and dormant deals: revisit old opportunities and quiet prospects as a pipeline source.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/warm-and-referral-sourced-prospecting-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Multi-Channel-Prospecting_-Warm-and-Referral-Sourced-Prospecting.png
LOCATION:https://members.salesassembly.com/member-event/warm-and-referral-sourced-prospecting-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270907T110000
DTEND;TZID=America/Chicago:20270907T115000
DTSTAMP:20261026T212354Z
CREATED:20260917T152346Z
LAST-MODIFIED:20261026T212354Z
UID:10002507-1820314800-1820317800@members.salesassembly.com
SUMMARY:Creating and Sustaining Authentic Buying Urgency
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Creating and Sustaining Authentic Buying Urgency\, part of the Deal Management certification. \n\n\n\nThis program focuses on replacing artificial deadlines with urgency that executives respect. Participants learn to uncover compelling events\, calculate cost-of-delay scenarios\, and craft magnetic messaging that reframes long-standing pains. The emphasis is on building urgency that feels natural and motivates buyers to act. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe urgency formula: dissatisfaction\, vision and a clear path\, divided by priority\, where any zero kills the deal.\n\n\n\nA problem statement in their words: put estimated numbers in brackets so the buyer corrects you with real data.\n\n\n\nTie to a top priority: use the exact words leadership already uses for their number one initiative.\n\n\n\nFollow-ups that pull\, not push: “you’re ahead of schedule\, 3 items left” beats “just checking in.”\n\n\n\nA sound bite your champion can repeat: because of the change\, now is the time to act\, so they get the upside and avoid the downside.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n102 attended ◦ 4.75/5 average rating \n\n\n\n“Love the formula\, the movie soundbite analogies and the problem statement framework!” Director of Sales \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/creating-and-sustaining-authentic-buying-urgency-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Creating-and-Sustaining-Authentic-Buying-Urgency.png
LOCATION:https://members.salesassembly.com/member-event/creating-and-sustaining-authentic-buying-urgency-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270907T120000
DTEND;TZID=America/Chicago:20270907T125000
DTSTAMP:20261026T212532Z
CREATED:20260918T152938Z
LAST-MODIFIED:20261026T212532Z
UID:10002513-1820318400-1820321400@members.salesassembly.com
SUMMARY:Going wide Early: Multithreading in the Mid-Funnel
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Nate Nasralla for Going Wide Early: Multithreading in the Mid-Funnel\, part of the Deal Management certification. \n\n\n\nThis program focuses on navigating complex buying committees and aligning competing priorities. Participants learn to connect stakeholder goals\, leverage the “Three T’s” to empower champions as internal sellers\, and identify the right contacts to engage — ensuring influence expands without overwhelming the buying process. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nA Minimum Viable Committee: just enough influence to move the deal\, because more contacts means more ways to stall.\n\n\n\nThe four threads in order: problem owner\, then the influencer\, then the skeptic\, then security\, legal\, IT and procurement.\n\n\n\nFind the real influencer: ask “on your last important project\, who did you turn to first?” and match the answers.\n\n\n\nDraw skeptics in early: name their concern and ask for their input before they work against you behind the scenes.\n\n\n\nForwardable emails: write short notes your champion can send\, because people answer people they know.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n183 attended ◦ 4.60/5 average rating \n\n\n\n“Love the templates and angles for addressing skeptics/detractors.” Strategic Accounts Director \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/going-wide-early-multithreading-in-the-mid-funnel-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Deal-Management_-Going-wide-Early_-Multithreading-in-the-Mid-Funnel.png
LOCATION:https://members.salesassembly.com/member-event/going-wide-early-multithreading-in-the-mid-funnel-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270908T110000
DTEND;TZID=America/Chicago:20270908T115000
DTSTAMP:20261027T153154Z
CREATED:20260921T003917Z
LAST-MODIFIED:20261027T153154Z
UID:10002537-1820401200-1820404200@members.salesassembly.com
SUMMARY:Designing the First 90 Days for Time-to-Value
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for Designing the First 90 Days for Time-to-Value\, part of the Onboarding and Activation certification. \n\n\n\nThis program focuses on building a deep understanding of why the customer bought\, what they are trying to accomplish\, who matters to their success\, and what could get in the way before onboarding begins. Participants will explore how to uncover the job the customer hired your solution to do and ensure the context\, expectations\, and relationships built during the sales process carry into the post-sale experience. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nWhy they bought: understand what the customer is trying to accomplish before onboarding begins.\n\n\n\nThe job they hired you for: uncover the job the customer hired your solution to do.\n\n\n\nWho matters: know who is key to the customer’s success and what could get in the way.\n\n\n\nCarry the sales context forward: make sure the expectations and relationships built during the sale make it into the post-sale experience.\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/designing-the-time-to-value-onboarding-plan-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-Designing-the-First-90-Days-for-Time-to-Value.png
LOCATION:https://members.salesassembly.com/member-event/designing-the-time-to-value-onboarding-plan-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270908T120000
DTEND;TZID=America/Chicago:20270908T125000
DTSTAMP:20261027T153303Z
CREATED:20260921T000554Z
LAST-MODIFIED:20261027T153303Z
UID:10002534-1820404800-1820407800@members.salesassembly.com
SUMMARY:Measuring Early Success and Customer Health
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Krista Milam for Measuring Early Success and Customer Health\, part of the Onboarding and Activation certification. \n\n\n\nThis program focuses on identifying the signals that tell you whether a customer is actually progressing toward value during the early stages of the relationship. Participants will explore how to distinguish adoption from value realization\, identify meaningful indicators of progress and risk\, and recognize when changes in customer behavior\, priorities\, or needs require intervention. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nReal progress signals: spot the early signs that a customer is actually moving toward value.\n\n\n\nAdoption is not value: tell the difference between using the product and getting results from it.\n\n\n\nProgress and risk indicators: identify the indicators that actually matter.\n\n\n\nKnowing when to step in: recognize when changes in behavior\, priorities or needs call for intervention.\n\n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/driving-early-adoption-and-usage-3/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Onboarding-and-Activation_-Measuring-Early-Success-and-Customer-Health.png
LOCATION:https://members.salesassembly.com/member-event/driving-early-adoption-and-usage-3/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270914T110000
DTEND;TZID=America/Chicago:20270914T115000
DTSTAMP:20261027T153705Z
CREATED:20260922T115216Z
LAST-MODIFIED:20261027T153705Z
UID:10002549-1820919600-1820922600@members.salesassembly.com
SUMMARY:Territory Exhaustion
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Territory Exhaustion\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on maximizing results within a territory before expanding to new accounts. Participants learn strategies to fully engage existing prospects\, deepen penetration into target accounts\, and identify overlooked opportunities. Emphasis is on disciplined execution that ensures no potential revenue is left behind. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nExhaust before you expand: get the most out of your territory before adding new accounts.\n\n\n\nFully engage existing prospects: work the accounts you already have before chasing new ones.\n\n\n\nGo deeper in target accounts: increase penetration instead of skimming the surface.\n\n\n\nFind overlooked opportunities: disciplined execution so no potential revenue is left behind.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n46 attended ◦ 4.62/5 average rating \n\n\n\n“Really engaging!” Sales Development Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/territory-exhaustion-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Territory-Exhaustion.png
LOCATION:https://members.salesassembly.com/member-event/territory-exhaustion-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270914T120000
DTEND;TZID=America/Chicago:20270914T125000
DTSTAMP:20261027T153826Z
CREATED:20260922T110556Z
LAST-MODIFIED:20261027T153826Z
UID:10002543-1820923200-1820926200@members.salesassembly.com
SUMMARY:Co-Selling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and David Weiss for Co-Selling\, part of the Pipeline Planning certification. \n\n\n\nThis program focuses on collaborating across sales\, marketing\, customer success\, and leadership to engage complex accounts. Participants learn how to align goals\, divide responsibilities\, and execute coordinated strategies. Emphasis is on partnership-driven execution that accelerates deal success and pipeline velocity. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSell as a team: bring in marketing\, customer success and leadership on complex accounts.\n\n\n\nAlign goals up front: get everyone working the account toward the same outcome.\n\n\n\nDivide responsibilities: clear roles so each person knows their part of the play.\n\n\n\nCoordinated execution: run a joint strategy that moves deals and pipeline faster.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n74 attended ◦ 4.38/5 average rating \n\n\n\n“Great session with applicable advice. Planning to focus on referral and use the “5 Steps to Effectively Leading your Team” plan.” SVP of Sales \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/co-selling-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Pipeline-Planning_-Co-Selling.png
LOCATION:https://members.salesassembly.com/member-event/co-selling-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270915T110000
DTEND;TZID=America/Chicago:20270915T115000
DTSTAMP:20261026T194018Z
CREATED:20260912T170944Z
LAST-MODIFIED:20261026T194018Z
UID:10002492-1821006000-1821009000@members.salesassembly.com
SUMMARY:Prospecting the C-Suite
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Prospecting the C-Suite\, part of the Complex Selling certification. \n\n\n\nThis program focuses on earning executive attention through relevant\, high-impact outreach. Participants learn how to craft concise\, insight-driven messages\, use AI to uncover account triggers\, and apply a repeatable framework for C-suite engagement. Emphasis is on credibility\, personalization\, and precision that breaks through inbox noise. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour research prompts\, in order: the CEO’s objectives\, your buyer’s problem\, their status quo and the cost of inaction.\n\n\n\nStart at the CEO: anchor outreach to what the executive publicly committed to this year.\n\n\n\nBeat the mental spam filter: 1 to 2 word subject lines\, 5th-grade reading level and preview text about them.\n\n\n\nCount your we’s: every I\, we and company name is another reason to delete.\n\n\n\nThe Problem Prompter email: Saw\, not sure if\, another customer story\, open to hearing how?\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n274 attended ◦ 4.81/5 average rating \n\n\n\n“She was absolutely brilliant. I will be in every one of Jen’s sessions going forward.” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/prospecting-the-c-suite-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Complex-Selling_-Prospecting-the-C-Suite.png
LOCATION:https://members.salesassembly.com/member-event/prospecting-the-c-suite-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270915T120000
DTEND;TZID=America/Chicago:20270915T125000
DTSTAMP:20261026T195209Z
CREATED:20260912T172546Z
LAST-MODIFIED:20261026T195209Z
UID:10002495-1821009600-1821012600@members.salesassembly.com
SUMMARY:Building the Case for Change
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Building the Case for Change\, part of the Complex Selling certification. \n\n\n\nThis program focuses on helping executives connect inaction to business risk. Participants learn to identify cost-of-inaction drivers\, quantify lost opportunity\, and construct a narrative that motivates change. Emphasis is on creating urgency rooted in data and insight — not pressure — so decisions feel both logical and necessary. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nCost of inaction\, not ROI: show what their current approach is quietly costing them.\n\n\n\nFour ingredients: problem propensity\, alternatives without you\, why their status quo made sense\, and the unintended consequence.\n\n\n\nMake the case for their status quo first: then show what changed that broke the original math.\n\n\n\nLet them size it: when the buyer runs the math\, they own the number.\n\n\n\nTwo jobs\, in order: buyers decide the problem is worth solving now before they pick a partner.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n225 attended ◦ 4.63/5 average rating \n\n\n\n“The cost of inaction through AI was very cool.” Mid-Market Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/building-the-case-for-change-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Complex-Selling_-Building-the-Case-for-Change.png
LOCATION:https://members.salesassembly.com/member-event/building-the-case-for-change-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270922T110000
DTEND;TZID=America/Chicago:20270922T115000
DTSTAMP:20261027T160506Z
CREATED:20260924T123539Z
LAST-MODIFIED:20261027T160506Z
UID:10002564-1821610800-1821613800@members.salesassembly.com
SUMMARY:Getting Clarity: Budget\, Timeline and Pain
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Getting Clarity: Budget\, Timeline\, and Pain\, part of the Qualification certification. \n\n\n\nThis module teaches how to run discovery conversations that surface the most critical qualification factors. Participants learn to ask direct\, high-value questions that reveal timing constraints\, available budget\, and urgent pain points. The program helps sellers structure conversations that result in a clear path forward. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nMEDIC as a scorecard: score a deal on metrics\, economic buyer\, decision criteria\, decision process\, pain and champion.\n\n\n\nA coach is not a champion: someone who likes you but lacks power or access won’t sell for you.\n\n\n\nDiagnose like a doctor: understand the buyer’s current state before you position anything.\n\n\n\nThe pain funnel: open\, deepen and quantify pain until it has a number and lands on the buyer personally.\n\n\n\nAn upfront contract: open calls with purpose\, time check\, both agendas and an out\, and end with a booked next step.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n128 attended ◦ 4.72/5 average rating \n\n\n\n“Thank you for agenda setting and summarizing at the end. Not all sessions have done that and it felt really helpful.” Customer Success Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/getting-clarity-budget-timeline-and-pain-11/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Qualification_-Getting-Clarity_-Budget-Timeline-and-Pain.png
LOCATION:https://members.salesassembly.com/member-event/getting-clarity-budget-timeline-and-pain-11/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270922T120000
DTEND;TZID=America/Chicago:20270922T125000
DTSTAMP:20261027T160101Z
CREATED:20260924T135011Z
LAST-MODIFIED:20261027T160101Z
UID:10002570-1821614400-1821617400@members.salesassembly.com
SUMMARY:Discovering Buyer Motivation
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jon Rydberg for Discovering Buyer Motivation\, part of the Qualification certification. \n\n\n\nThis module equips sellers with strategies to uncover what is driving a buyer’s interest and urgency. Participants learn how to explore emotional motivators\, internal pressures\, and business goals. Includes motivational frameworks that support value-based selling and opportunity prioritization. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nPain\, gain\, risk: find which lever is driving the deal\, then quantify it.\n\n\n\nQuestions for each lever: know what to ask when something is broken\, when there’s upside to capture\, or when a deadline looms.\n\n\n\nInterest is not intent: trust what the buyer has done over how the call felt.\n\n\n\nTest your champion: ask them to get you the economic buyer meeting.\n\n\n\nTie it to a top-three priority: a nice-to-have gets deprioritized and ends in discounting.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n152 attended ◦ 4.49/5 average rating \n\n\n\n“MEDDIC and Three Moves to Create Momentum stood out the most. I’m realizing that I have not been qualifying my deals well enough.” Account Director \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/discovering-buyer-motivation-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Qualification_-Discovering-Buyer-Motivation.png
LOCATION:https://members.salesassembly.com/member-event/discovering-buyer-motivation-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270923T110000
DTEND;TZID=America/Chicago:20270923T115000
DTSTAMP:20261027T161309Z
CREATED:20260924T090131Z
LAST-MODIFIED:20261027T161309Z
UID:10002552-1821697200-1821700200@members.salesassembly.com
SUMMARY:Creating and Utilizing Mutual Success Plans
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Creating and Utilizing Mutual Success Plans\, part of the Relationship Management certification. \n\n\n\nThis program focuses on co-creating measurable success plans that align customer and seller goals. Participants learn to structure plans\, define milestones\, and ensure accountability on both sides. The emphasis is on using success planning templates to drive adoption\, retention\, and long-term growth. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nFour parts to every plan: a North Star with success metrics\, named stakeholders\, milestones with risks\, and value proof.\n\n\n\nMetrics in their language: if the success metrics only live in your CRM\, the customer doesn’t own the plan.\n\n\n\nLaunch after fit\, before complexity: start the plan right after the customer confirms fit\, when attention and buy-in are highest.\n\n\n\nKill the homework objection: tell the customer most of the lift is on you and you only need them on 2 or 3 things.\n\n\n\nSend it as the recap: sharing the plan after the meeting earns you the right to multi-thread and set a cadence.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n97 attended ◦ 4.67/5 average rating \n\n\n\n“Kemyell is so engaging. Really enjoy listening to her and her energy.” Renewals Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/creating-and-utilizing-mutual-success-plans-12/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Creating-and-Utilizing-Mutual-Success-Plans.png
LOCATION:https://members.salesassembly.com/member-event/creating-and-utilizing-mutual-success-plans-12/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270923T120000
DTEND;TZID=America/Chicago:20270923T125000
DTSTAMP:20261027T161556Z
CREATED:20260924T092457Z
LAST-MODIFIED:20261027T161556Z
UID:10002555-1821700800-1821703800@members.salesassembly.com
SUMMARY:Leading Organized and Productive Customer Meetings
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Kemyell Rieves for Leading Organized and Productive Customer Meetings\, part of the Relationship Management certification. \n\n\n\nThis program focuses on running customer meetings that are purposeful\, engaging\, and action-oriented. Participants learn agenda setting\, facilitation techniques\, and strategies for summarizing next steps. The emphasis is on preparation and follow-through to build consistency and deliver value in every conversation. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nMake every meeting CLEAR: Cancel\, Lay the contract\, Execute\, Assign\, Recap.\n\n\n\nCancel when there’s no outcome: giving time back earns you more meetings than it costs.\n\n\n\nCap it at three: limit the agenda to 3 items and lead with the one that matters most.\n\n\n\nAssign before moving on: lock in who does what by when before the next topic.\n\n\n\nSave 10 minutes to recap: recall drops to 50% within an hour\, so send bullets the same day.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n106 attended ◦ 4.71/5 average rating \n\n\n\n“She was a fantastic presenter! I look forward to seeing more of her presentations!” Project Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/leading-organized-and-productive-customer-meetings-10/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Relationship-Management_-Leading-Organized-and-Productive-Customer-Meetings.png
LOCATION:https://members.salesassembly.com/member-event/leading-organized-and-productive-customer-meetings-10/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270928T110000
DTEND;TZID=America/Chicago:20270928T115000
DTSTAMP:20261026T201036Z
CREATED:20260912T174837Z
LAST-MODIFIED:20261026T201036Z
UID:10002498-1822129200-1822132200@members.salesassembly.com
SUMMARY:Facilitating Status-Quo-Busting Discovery
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Facilitating Status-Quo-Busting Discovery\, part of the Complex Selling certification. \n\n\n\nThis program focuses on leading discovery that challenges current assumptions and reveals unseen risks. Participants learn to develop a point of view that provokes thought\, structure a two-way conversation that builds trust\, and uncover insights that reframe the problem. Emphasis is on influence through curiosity\, not presentation. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nDiscovery before discovery: five AI prompts to prep a VP+ call the way an executive thinks.\n\n\n\nSpeak at their elevation: tie the call to what the company committed to this year.\n\n\n\nName the real status quo: it’s usually a spreadsheet\, a reorg or someone on payroll\, not a competitor.\n\n\n\nInvite the correction: share what you learned\, then ask “What did I get wrong?”\n\n\n\nClose with two questions: is this worth exploring\, and is it worth exploring right now?\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n209 attended ◦ 4.77/5 average rating \n\n\n\n“This was the single best distillation of the discovery process I have yet heard – it is far better than the onboarding instruction I was given when joining my organization.” Territory Sales Representative \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/facilitating-status-quo-busting-discovery-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2025/09/Complex-Selling_-Facilitating-Status-Quo-Busting-Discovery.png
LOCATION:https://members.salesassembly.com/member-event/facilitating-status-quo-busting-discovery-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270928T120000
DTEND;TZID=America/Chicago:20270928T125000
DTSTAMP:20261026T203023Z
CREATED:20260912T180516Z
LAST-MODIFIED:20261026T203023Z
UID:10002501-1822132800-1822135800@members.salesassembly.com
SUMMARY:Gaining Consensus with a Cross-Functional Buying Group
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Jen Allen-Knuth\, Founder of DemandJen\, for Gaining Consensus with a Cross-Functional Buying Group\, part of the Complex Selling certification. \n\n\n\nThis program focuses on equipping sellers to guide multi-stakeholder alignment in complex deals. Participants learn to collaborate with champions\, secure time with diverse decision-makers\, and facilitate structured discussions that surface shared priorities. Emphasis is on orchestrating agreement that accelerates both buy-in and momentum. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nSeven champion profiles: spot who will actually move the group and who just likes talking to you.\n\n\n\nTalk vs. do: look for evidence your champion has rallied someone\, not just that they take your calls.\n\n\n\nBetter qualifying questions: ask who is most skeptical of this problem and what they’d prioritize above it.\n\n\n\nGo around blockers: find a teacher who can reach them instead of pushing through.\n\n\n\nWrite the problem statement: a one-page case for change with your solution nowhere on it.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.(Source: learner takeaway)\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n171 attended ◦ 4.82/5 average rating \n\n\n\n“I am thinking through all the deals I have lost that were “heart break”… this framework gives me more answers and insights than any of the peer/management feedback I have received.” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/gaining-consensus-with-a-cross-functional-buying-group-6/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Complex-Selling_-Gaining-Consensus-with-a-Cross-Functional-Buying-Group.png
LOCATION:https://members.salesassembly.com/member-event/gaining-consensus-with-a-cross-functional-buying-group-6/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270929T110000
DTEND;TZID=America/Chicago:20270929T115000
DTSTAMP:20261027T165845Z
CREATED:20260924T144118Z
LAST-MODIFIED:20261027T165845Z
UID:10002576-1822215600-1822218600@members.salesassembly.com
SUMMARY:Relevant Storytelling
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Relevant Storytelling\, part of the Value Articulation certification. \n\n\n\nThis module teaches how to craft and deliver stories that speak directly to the buyer’s industry\, priorities\, and role. Participants learn to use storytelling as a trust-building tool\, linking real-world outcomes to the prospect’s own goals. Covers tone\, structure\, and pacing for effective narrative delivery. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe ABT summary: what the buyer wants (and)\, what’s in the way (but)\, and what they need (so).\n\n\n\nThe Frodo: name the transformation from where they are to where they want to be.\n\n\n\nBe the guide\, not the hero: people buy what you make possible\, not what you make.\n\n\n\nOne confirming question: “Does that sound about right?” turns assuming into knowing.\n\n\n\nA relatable customer story: a similar win told in the same ABT shape\, ending with “I believe we can do the same for you.”\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n111 attended ◦ 4.60/5 average rating \n\n\n\n“I really liked the A.B.T structure…..very simple and I will be applying it for sure.” Account Executive \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/relevant-storytelling-13/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Value-Articulation_-Relevant-Storytelling.png
LOCATION:https://members.salesassembly.com/member-event/relevant-storytelling-13/
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=America/Chicago:20270929T120000
DTEND;TZID=America/Chicago:20270929T125000
DTSTAMP:20261027T170107Z
CREATED:20260924T145734Z
LAST-MODIFIED:20261027T170107Z
UID:10002579-1822219200-1822222200@members.salesassembly.com
SUMMARY:Effective Demo Strategies
DESCRIPTION:PROGRAM DESCRIPTION \n\n\n\nJoin Sales Assembly and Mark Smyth for Effective Demo Strategies\, part of the Value Articulation certification. \n\n\n\nParticipants learn how to execute demos that highlight value\, not just functionality. Covers pre-demo discovery alignment\, crafting a storyline that matches buyer needs\, and post- demo follow-up that reinforces key takeaways and builds momentum toward a decision. \n\n\n\nWHAT YOU’LL WALK AWAY WITH \n\n\n\n\nThe demo storyboard: frame their world\, name the challenge\, then show the transformation before touching the product.\n\n\n\nDemo two or three things: only what resolves their challenge\, not every button and dropdown.\n\n\n\nShow futures\, not features: help the buyer picture life with your solution\, like seeing the kids doing homework in the breakfast nook on a house tour.\n\n\n\nFeature to outcome: for every feature\, say what it is\, what it does and why it matters.\n\n\n\nPersonify it: “This gives Susan visibility into X so she can act before Y” makes a feature feel built for them.\n\n\n\nA learner takeaway guide with two exercises for that week and ready-to-use AI prompts.\n\n\n\n\nFROM A PREVIOUS SESSION \n\n\n\n76 attended ◦ 4.70/5 average rating \n\n\n\n“Loved this! I know my clients will appreciate the connection to branding & picturing how this will benefit their websites & products going forward. Thanks again!” Performance Manager \n\n\n\nWatch a clip from the last session \n\n\n\nADDITIONAL INFO TO KNOW \n\n\n\nThis program was built in collaboration with one of our Executives-in-Residence. To earn the certification\, complete all required live programs (in any order) and be live on Zoom for at least 40 minutes of each. The program is open to all employees of Sales Assembly member companies who are logged in to their account (for help\, email support@salesassembly.com)\, and all registrants comply with our Terms and Conditions.
URL:https://members.salesassembly.com/member-event/effective-demo-strategies-14/
CATEGORIES:Certifications
ATTACH;FMTTYPE=image/png:https://members.salesassembly.com/wp-content/uploads/2026/09/Value-Articulation_-Effective-Demo-Strategies.png
LOCATION:https://members.salesassembly.com/member-event/effective-demo-strategies-14/
END:VEVENT
END:VCALENDAR